Jan 2 2008 9:46AM | Permalink | Email this | Comments (0) |
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A few weeks ago I reviewed how Pearl Protection assists its builder customers in the sales and marketing of their homes. I want to share with you how Dow Chemical provides its distributors and builders with ongoing assistance and support. Here are the details.

• Dow spends a great deal of effort in educating building material dealer employees so that they will be able to effectively communicate the features and benefits of Dow’s products to their builder customers.
• Educating contractors and builder personnel on Dow’s product solutions features and benefits, as well as building science relating to the building envelope. This increases the credibility, profitability and improved closing ratios of the builders.
• Joint sales calls with building material dealer sales personnel to increase their product knowledge so they will be in a position to better service their builders.
• Code official training sessions to educate code officials on how Dow products should be installed and which codes they meet which results in fewer code issues for builders.
• Membership and involvement in local HBA’s.
• Customer and builder enhancement events to assist in builder differentiation.

I urge all builders to ask their manufacturers what training, marketing and sales assistance each can provide. I will bet that most builders will be surprised to learn of the wide variety of assistance is available for the asking.